Worksheet: Cut the scorecard to four numbers

A revenue-only scorecard makes the cheapest closed deal the right one, and a long one means nothing. This sheet lists what you measure now and keeps four. It builds the Competent step of the check:

Reps are measured on a short scorecard (revenue, margin, new business, the key activities) that is reported to them monthly.

Step 1. List what reps are measured on now

Measure	Who reads it	Why we measure it	Did it change a decision this year?	Keep or drop
e.g. Calls per day	Manager	Habit	No	Drop

Step 2. The four

Measure	Definition	Where the figure comes from	Target	Reported to reps
Revenue				Monthly
Gross margin				Monthly
New business				Monthly
One activity that comes before results				Monthly

Pick the activity from the diary week or the top reps' practices. It should be one a rep controls.

Step 3. Send it monthly

Month	Date sent	Reps who received it	Questions raised

Drop anything that is not on the scorecard.

Done when: each rep receives a monthly scorecard of revenue, margin, new business and one activity measure.

Adapted from our own sales-force survey template (Kearney era, 2001).